Coupa is building a world-class Alliances organization of experienced professionals. We are looking for an EMEA Channel Sales Director who will report to the Vice President Alliances. While Coupa’s main office is located in San Mateo, CA, this position is located in the United Kingdom with some regional travel required.
Duties and Responsibilities:
This is a commissioned sales role closing revenue contracts with Partners and Partner Customers - achieve and exceed assigned revenue target and other objectives based on Coupa’s and the Partner’s business plans.
Skills and Experience:
Know Coupa’s business and how Partners’ businesses work; know the competition and how to position Coupa.
Communication - understand and communicate complex contract requirements and develop proposals - proficient in understanding and communicating all product financial ROI, TTV, TCO and technical information.
Customer Focus - proficient in assessing and exceeding customer needs – assure Customer Success.
Decision Making and Problem Solving - assess key decision makers' needs and determine, and deliver, the appropriate sales message and service offerings to meet Partner Customer needs.
Initiative - increase sales to existing Partner customers by identifying additional needs - lead Partner and Coupa sales initiatives, where applicable, by developing account plan, identifying necessary resources and leading customer interface - create leads through networking and following up on others' efforts - anticipate problems/opportunities.
Integrity - honest even when self-damaging - able to influence others - recognizes the need for tact - encourages ethical work environment.
Negotiating - proficient in managing complex negotiations - identify and address hidden agendas.
In addition to a very competitive salary, Coupa offers a solid stock option program, impressive company paid health benefits, 401(k), generous PTO and a startup environment that allows for creativity and a chance to have fun at work while making a difference in the business world.